If you're involved in large, complex B2B sales, you will often need to get the approval of senior-level decision makers at some point within the sales process. There are many salespeople who agree that it can be far easier to "speak the language" of the CEO who is focused on future possibilities, than it is to sell to a CFO...
Pop quiz. What percentage of knowledge and skills is forgotten within 90 days after sales training? a) Approx. 25% b) 60% - 75% c) 85% or more If you're like most people, you probably chose (b) 60-75%. However the correct answer is actually (c) 85% or more. Most sales training programs fail to produce the intended results. Trainers, managers, or vendors deliver (what...
In sales, we have learned that the best way to achieve success is through a deep understanding of our customers’ needs. Over the last 20 years, the majority of sales training has taught us the importance of asking good questions - open-ended questions, probing questions, exploratory questions, etc. While the ability to ask good questions is fundamental for sales success,...
Coaching is the universal language of change and learning. If you’ve ever had a great coach in your life, you know that a great coach can inspire you, motivate you, and guide you towards reaching your full potential. Coaching is one of the most important levers front-line sales managers can use to drive sales performance. According to research conducted by the Sales...